The Challenge – Complexity

The business of sales has fundamentally changed: Margins have shrunk, the buyer is in control of the process, and there are fewer resources to navigate the increased complexity of the B2B selling world.

In addition to these transformations there’s the issue of the exponentially increasing amount of information that each sales person is expected to know about the overall company’s portfolio of offerings, not to mention all of the associated resources, processes and ‘best practices’ associated with each offering. And especially important, how each can benefit their prospect.

Also, it isn’t only the sales person who interacts with the prospect – many individuals across the enterprise communicate with clients and prospects before, during and after the sale, further increasing the complexity.

Unfortunately, without a holistic perspective to corraling — and potentially leveraging – this complexity, even skilled salespeople are not equipped to sell effectively.

Analyst Corner

“Managing complexity is not a sales person problem, but rather a company problem — one which requires an integrated effort of sales, marketing, and solutions experts to successfully solve.”